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The Transition from a Product-Centric to a Service-Centric Salesforce in Industrial Companies: Key Drivers of Success

Wolfgang Ulaga 1 Werner Reinartz
1 GREGH - Groupement de Recherche et d'Etudes en Gestion à HEC
keyword : NC
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https://hal-hec.archives-ouvertes.fr/hal-00491959
Contributor : Antoine Haldemann <>
Submitted on : Monday, June 14, 2010 - 4:34:31 PM
Last modification on : Thursday, January 11, 2018 - 6:19:31 AM

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  • HAL Id : hal-00491959, version 1

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Wolfgang Ulaga, Werner Reinartz. The Transition from a Product-Centric to a Service-Centric Salesforce in Industrial Companies: Key Drivers of Success. The Houston Conference in Selling and Sales Management, The University of Houston, Sales Excellence Institute, 2009, Houston, United States. pp.NC. ⟨hal-00491959⟩

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